At Beckman Coulter, we are dedicated to advancing and optimizing the laboratory to move science and health care forward. For more than 80 years, we have been a trusted partner for laboratory professionals, helping to augment scientific research and patient care.
BASIC PURPOSE
Lead and manage the sale of company products within an assigned territory or geographic region. Provide expertise and service to customers. Ensure and coordinate the gathering of data on marketing trends, competitive products and pricing. Key focal area for relationships with customers and influences the acceptance and use of Company products. Lead and manage the identification and profiling of key accounts. Responsible for negotiation of contracts. Ensure compliance with applicable laws.
NATURE AND SCOPE
Accountability and Impact:
Ensures projects are completed on time within budget and manages the development of processes and procedures to implement functional strategies
Decisions and results have a considerable mid-term impact on department operations and resources in the mid-term
Meet regulatory requirements and establish policies and procedures
Problem Solving and Innovation:
Resolves operational problems though collaboration with other Beckman Coulter stakeholders and coordinates resources to meet operational objectives within own area.
Role and Responsibilities:
Distributor Management: Monitoring performance, managing compliance, inventory, payments, retaining distributors in case of issues; strategic management, inventory planning, managing customer pressure relief, planning for future expansion.
Coordination with stakeholders:Dealing with stakeholders in service, customers and the upper management to handle issues. Exposure to and involvement in projects and assignments at National level; possibly some at International level.
Business strategy development:Identifying key strategic accounts, dealing with the competition, identifying the strategy to be used in different locations; managing resource deployment, understanding expectation from the market and monitoring against target.
Funnel Analysis:Using the tool available to manage SFDC.
Daily Management:Business management and work closely with distributors on tender management.
KOLs:Responsible for stakeholder mapping and maintain relationships with these key leaders.
Forecasting:Forecast management
Problem Solving/Crisis Management:Being the point of contact in dealing with the issues of internal and external stakeholders.
Key Performance Areas:
Sales Specialist Regional Team Management including Sales L1 KPI monthly management.
Internal Coordination with Stakeholders
Business Strategy Development
Distributor Management
Funnel Analysis – SFDC Sales Funnel Management
Monthly Forecasting and Budget management
Problem Solving/Crisis Management
Approving Pricing and Cash Quotes and Increases.
Providing Quality Sales Training
Managing Tender Renewals
Talent Recruitment, Development and Retention.
General SLA management with Key Customers.
KNOWLEDGE / EXPERIENCE REQUIREMENTS
Bachelor’s degree in (B.Sc Medical Sciences, Clinical Pathology or equivalent qualification with 5+ years’ experience)
Business management diploma an added advantage
System Knowledge: Oracle, Business Objects, SFDC and SharePoint
Microsoft Office Suite – MS Word, Power Point, Excel, Outlook and One Note
Preferred Skills:
Computer software skills – MS Office, email, etc
Medical/Healthcare industry knowledge and experience
Territory Management
Sales and KOL development
Strategic Management
Managing Topline and Profit for the region.
Strong funnel Management
Managing Tender / Large Business and ability to deal with government customer’s requirement
Strong Distributor Management.
Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law
